mission india consultancy
TRANSCRIPT
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MANAGEMENT ORIENTATION SCHOOL
DAY 8
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TODAY’S AGENDA Participant's recognition NALP and agent’s fast start Training value proposition How to run the skill building Hard work pays- creating a vision 100 days action planning Feedback and close
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PARTICIPANTS RECOGNITION
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NALP AND CANDIDATE GOAL SETTING
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NAPL AND CANDIDATE FAST STARTPurpose: to understand the importance and
process of new candidate launch
Process: Identify the activities and task required to be undertaken during NALP and its benefits for ADM
Payoff: Planned launch leading agents to success in their role.
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IMPORTANCE OF NAPLLIMRA Study: candidate survival statistics
candidate in their first 90 day:o 0-8 cases- 4%o 9-15 cases-27%o 16-21 cases- 60%o 22-30 cases- 85%o 31+ cases- 94%
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NAPL STAKEHOLDERS The candidate The ADM The TM The AP The office head The company
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NAPL BENEFITS TO STAKEHOLDERS The candidate: Well defined action plan for
higher earnings The ADM: Candidates ready to act with set
goals The TM: Higher New agency productivity The AP: candidates and ADMs aligned to
team goals The office head: All AP Teams aligned to
office goals The company: Higher per capita
productivity and flawless process execution
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NAPL-ADM ACTIVITIES AND ITS BENEFIT Candidate goal setting:
1. Higher new candidate productivity (NAP)2. Higher ADM GAP3. Higher candidate retention4. Higher ADM earnings
Explaining usage of AG sets:1. Access candidate’s future business potential2. Design future business developmental plan3. Track candidate FYC and goals4. Costumer's market segmentation
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NAPL-ADM ACTIVITIES AND ITS BENEFITExplaining the use of while books:
Building candidate work habits from day one
Systematic and well organized candidate
Keeping track of candidate daily activity
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NAPL-DAY WISE AGENDA
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NAPL-DAY WISE AGENDADay Time Activity Owner
Day 8 of NALP 3 to 4 hours
Gorudakshina day/Big day: Participate- OH/TM/AP/ADM/Candidate with their family membersStep 1- great with mauli/ TikaStep 2- OH to open the session, with his past experience in his industry.Step 3- OH to ask their experience of last 7 days.Step 4- candidate to share their experience & the number of polices they have picked up.Step 5- OH to take the commitments from the candidate for the month end business & launch the R&Rs like jaldi 5/ early 7/ ten- dul kar trophy.Step 6- ADM to do the input-output mapping
Office Head & TM
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CANDIDATE TRAINING VALUE PROPOSITION
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PURPOSE, PROCESS, PAYOFF Purpose: State the candidate value proposition and
training opportunities for an candidate advisor
Process: Identify the various training and development platforms available to mission India consultancy candidate advisor
Payoff: Build conviction in sharing the value proposition with a prospection to ensure ‘pull’ for the prospect.
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CANDIDATE GLIDE PATH
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PRE-LICENSING TRAINING AND FCS
Sales process and product training
IC 33 training
IC 33 training IC 33 training Exam
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FCS CURRICULUM
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CANDIDATE DEVELOPMENT AND ITS IMPACT
Candidate Vintage Business Vector Behavior
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CANDIDATE DEVELOPMENT JOURNEY: M1-M24 6 Months 6 Months
12 MonthsM1 M6 M7 M12 M13
M24BCS – 24 session 4
session/ month clinic Product refresher
ICS– 24 session 4 session/ month clinic
Product refresher
ACS– 24 session 4 session/ month clinic
Product refresher
•Regular footfall•Product diversification•Independent career candidates•Consistent performance
SalesTraining
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MO-M12
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M12-M24 Mantra: Continuity of rhythm and engagementM13 Career sessions -4 sessions month
M24
Training interventions Behavior outcome
•ACS (M13-M24)•Long term career •Building selling skills•Increasing activity level•compensation
•MTD case active•Proactive•Product•diversification
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OTHER CANDIDATE – M25 AND ABOVE Clinic
Approach (Telephone) Fact Finder Referral Objection Handling
Training interventions Behavior outcome
•Product Training•Clinics
•Teasing activates level •Regular look tall
•MTD case active •Product diversification
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OTHER PROGRAMS Journey 2 Excellence (J2E) HNI portfolio management CLISP (Level 5,6 & 7)* NRI Selling skill workshop Business Insurance
* Subject to star Achiever Club qualification
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HOW TO RUN THE SKILL BUILDERS
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PURPOSE, PROCESS, PAYOFF Purpose: To understand the importance of morning
skill builders for candidate advisors
Process: To identify the importance steps of conducting morning skill builders for candidate advisors, effectively
Payoff: To build candidate’s knowledge and skill by conducting morning skill building effectively
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THE OPEN SECRETS OF SUCCESS !!!
Nothing succeeds Like success !
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PURPOSE, PROCESS, PAYOFF Purpose: To understand the attributes of successful
jobs given people
Process: By identifying the necessary steps to successes and impact career growth
Payoff: To build a long term successful career in
jobs given.
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WHAT DOSE IT TAKE TO BUILD A CAREER?
Career
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WHAT OPTION DO YOU HAVE?
Professio
n
Industry
Company
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CAREER OPTION: PROFESSION
SalesTraining
AdminOperation
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WHY DID YOU JOIN SALES?
Want to
Earn
wealth
Love
meeting
people
Enjoy
Challenge
of Rejectio
n
Didn’t Get
Any Other
Job
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CAREER OPTION: INDUSTRY
Jobs
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CAREER OPTION: COMPANY
Brand name & value
Compensation & lifestyle
Growth & respect Learning & Development
MISSION INDIA CONSULTANCY
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HAVE YOU SUCCEEDED
success
IndustryProfessio
n
Company
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TWO OPTION…
Suck @
sales
Succeed @ sales
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A SUCCESSFUL ADM
Discipline PersonCommunicat
eCommitment
Hard working
initiativePeople skill
Role model
Persevera
nceEthical
Knowledg
e
Mentor
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CASE: 1-2-3
The case of the three ADMs
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MEET YOUR ADMS
Smarty•Intelligent•Short cuts•Big sales focus
Hardy•Regular•Daily habits•Follows each case
Lucky•Irregular•Not planned•Reactive
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WHO WILL BE SUCCESSFUL?
Smarty Hardy Lucky
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CASE: PAPA KEHTE HAIN…My son is in mission India consultancy
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COMPARATIVE CAREERS
Doctor Engineer MIC ADM
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NOTHING SUCCEEDS LIKE HARD WORK!
But what about luck!!!
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WHERE WOULD YOU PLACE LUCK?
Circle of Concern
Luck! Circle of control
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HARD WORK BRINGS LUCK!!!
Even god only helps those who help themselves.
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SELF MISSION AND ACTION PLANNING
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PURPOSE, PROCESS, PAYOFF Purpose: TO identify the self mission and conduct
business planning for next 100 days
Process: To identify and plan the critical action steps to achieve the sales planning
Payoff: To achieve self mission by surpassing the planned sales objective through effective and time bound actions
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ACTION PLANNINGPlanning without Action is futile, Action without planning is fatal.
I am dedicating my first 100 days to -MY MISSION FOR 2013-14
MY GOAL FOR 2013-14 -
PARTIULAR MY TARGETQUALITY RECRUITMENT Adj. MFYPINCENTIVEGPA
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MY COMMITMENT TO YOU BECAUSE I LOVE YOU_________________________,______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
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MY GOAL
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MY PRODUCTION GOAL FOR THIS YEAR
GOAL of the year
Challenges expected
Helping hands
Benefit
Variable learning goalMFYP GoalQuality recruitment GoalGPA
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FIRST 30 DAYS ACTION PLANTarget- Recruitment
Month Total
New NamesNew Nom./ COI meetingsCareer SeminarNATURNContracting
Week 1
Week 2
Week 3
Week 4
Week 5
Target- Production
Month Total
Ref Leads New Sales callPaid Cases MFYP
Week 1
Week 2
Week 3
Week 4
Week 5
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31-60 DAYS ACTION PLANTarget- Recruitment
Month Total
New NamesNew Nom./ COI meetingsCareer SeminarNATURNContracting
Week 1
Week 2
Week 3
Week 4
Week 5
Target- Production
Month Total
Ref Leads New Sales callPaid Cases MFYP
Week 1
Week 2
Week 3
Week 4
Week 5
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61-100 DAYS ACTION PLANTarget- Recruitment
Month Total
New NamesNew Nom./ COI meetingsCareer SeminarNATURNContracting
Week 1
Week 2
Week 3
Week 4
Week 5
Target- Production
Month Total
Ref Leads New Sales callPaid Cases MFYP
Week 1
Week 2
Week 3
Week 4
Week 5
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FEEDBACK AND SELF NOMINATION
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Thank you